销售成功的5个步骤

 　　It's a common question we come across everyday: why is business getting more difficult now? Well, it all starts with your company's sales competencies. The strange thing is that many companies spend lots of money and time training its people how to sell their products but not how to sell.

　　Avoid the sales peaks and troughs experienced by the average salesperson¹ by building an individual selling system that will guarantee you results?

　　Step 1: Goals

　　Without clearly defined goals, measured over a specific time frame, you will achieve very little. When setting your goals consider your income, lifestyle and requirements.

　　First aim to improve your last years' income by a specific amount, or, if you are new to sales, aim to achieve as close to the top sales person in your team as you can.

　　Step 2: Prospecting²

　　The level of success achieved by salespeople³ will always be determined⁴ by the number of customers self generated, that is other than floor traffic or telephone enquiries generated by your advertising⁵.

　　Put a system in place to regularly find new customers from referrals, past customers etc.

　　Build up your database of loyal customers that you can sell time after time.

　　Step 3: Qualifying

　　Qualifying is the factor, which has the greatest impact on the management of your time. You have to become skilled in sorting prospects⁶. The greatest stress in your career will come from working with unqualified prospects, be it someone who refuses to buy at a fantastic price or someone who is not ready, willing and able to buy at all.

　　Step 4: The Sales Process

　　The key to a successful sale is the ability to build rapport⁷ and trust with each customer.

　　Meet, greet and build rapport, settle them on a model, garment or product to demonstrate.

　　All the time check by asking trial-closing questions then asks for their business.

　　Remember to sell the benefits of your product speaking in their own linguistic⁸ modality. For example talking to an auditory person about a car engine you would say.

　　"Listen to that engine, doesn't it sound great?"? Or to a visual person your could say, "You see how smooth that engine is"?

　　Step 5: Follow up

　　This is the first step to the next sale to your customer or to obtaining referrals from them? First a thank you letter, then a 7 day follow up call followed by a call at least every 9 days. This will ensure a steady stream of referrals? All you have to do is ask

　　Remember? Do what you most fear to do, and you will have the results you most want to have?

　　Gordon Goh is author of the free, informative website Simply Motivation offering quality useful tips for Motivation

1 salesperson   

n.售货员，营业员，店员

参考例句：

• A salesperson works in a shop.售货员在商店工作。
• Vanessa is a salesperson in a woman's wear department.凡妮莎是女装部的售货员。

2 prospecting   

n.探矿

参考例句：

• The prospecting team ploughed their way through the snow. 探险队排雪前进。
• The prospecting team has traversed the length and breadth of the land. 勘探队踏遍了祖国的山山水水。

3 salespeople   

n.售货员，店员；售货员( salesperson的名词复数 )

参考例句：

• The shop usually employs additional salespeople for the Christmas toy trade. 这家商店通常雇一些临时售货员来做圣诞节玩具生意。 来自《现代汉英综合大词典》
• Under our new system, salespeople sit down with each of our dealers. 根据新的制度，销售人员应逐个地同承销商洽商。 来自辞典例句

4 determined   

adj.坚定的；有决心的

参考例句：

• I have determined on going to Tibet after graduation.我已决定毕业后去西藏。
• He determined to view the rooms behind the office.他决定查看一下办公室后面的房间。

5 advertising   

n.广告业；广告活动 a.广告的；广告业务的

参考例句：

• Can you give me any advice on getting into advertising? 你能指点我如何涉足广告业吗?
• The advertising campaign is aimed primarily at young people. 这个广告宣传运动主要是针对年轻人的。

6 prospects   

n.希望，前途(恒为复数)

参考例句：

• There is a mood of pessimism in the company about future job prospects. 公司中有一种对工作前景悲观的情绪。
• They are less sanguine about the company's long-term prospects. 他们对公司的远景不那么乐观。

7 rapport   

n.和睦，意见一致

参考例句：

• She has an excellent rapport with her staff.她跟她职员的关系非常融洽。
• We developed a high degree of trust and a considerable personal rapport.我们发展了高度的互相信任和不错的私人融洽关系。

8 linguistic   

adj.语言的，语言学的

参考例句：

• She is pursuing her linguistic researches.她在从事语言学的研究。
• The ability to write is a supreme test of linguistic competence.写作能力是对语言能力的最高形式的测试。